A Trusted Partnership Between Intronis and OpenView Partners Delivers Business Development Success

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Intronis, a SAS 70 certified online data backup and recovery solution, wanted a better way to qualify key prospects and convert them into long-term customers. Together, Intronis and OpenView Venture Partners crafted a plan to staff, execute, manage and measure the new business development process.

OpenView cares deeply about our growth, and gives us expert guidance and ongoing resources to help make that growth happen.

Fast-growing growing technology company Intronis faced a challenge in 2009: It lacked an efficient process for qualifying key prospects — managed service providers (MSPs) seeking to offer clients a secure, affordable online data backup and recovery solution.

Intronis’ time-strapped sales team was focusing primarily on leads generated from inbound sources such as the company’s website. Its leaders wanted a process-oriented approach to outbound sales that was defined, repeatable and successful.

Rather than create that process in house, Intronis turned to a trusted partner, OpenView Venture Partners, which made a capital investment in the company in 2007 and continues to provide operational and management expertise through its OpenView Labs unit. Within weeks, Intronis had a new business-development system that delivered highly qualified leads to its sales team.

OpenView’s model is built around contributing significant operational value add in areas where portfolio companies need help and support,” says Kobie Fuller, Senior Associate at OpenView.

Results were tracked, and success was immediate: Intronis’ sales to the MSP market more than doubled in 2009 and are projected to increase at least 150% more in 2010. The business development plan also proved to be scalable, as Intronis hired the key person responsible for outbound lead generation and OpenView recently hired two new people in his place.

“From the beginning of our partnership [in 2007], we recognized that OpenView wasn’t a typical venture capital firm. They weren’t going to simply write checks and chime in at board meetings. OpenView cares deeply about our growth, and gives us expert guidance and ongoing resources to help make that growth happen,” said Sam Gutmann, President and CEO, Intronis.

Read the case study in its entirety by visiting our website.

To learn more about OpenView Venture Partners
Contact: Amanda Maksymiw | 617-478-0935 | amaksymiw (at) openviewlabs (dot) com

About OpenView Venture Partners
OpenView Venture Partners is an expansion stage venture capital fund with a focus on high-growth software, internet, and technology-enabled companies. Through its staff of seasoned operating executives, who collectively bring several decades of technology and management experience to the firm, OpenView is able to help portfolio companies with quickly ramping up Product, Go-To-Market, and Organizational and Operational functions to best practice levels. The firm was founded in 2006 and has a total capital under management of approximately $240 million. OpenView Venture Partners is based in Boston and invests on a worldwide basis.

About Intronis
Founded in 2003, Intronis is a SAS 70-certified online data backup and recovery solution for managed service providers. Intronis utilizes 256-bit AES security and multiple data centers located thousands of miles apart to ensure data protection and availability. Intronis offers managed service providers a secure data solution combined with a robust partner program, the convenience of online account management, and unbeatable customer support.

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